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Cisco Confidential© 2013 Cisco and/or its affiliates. All rights reserved. 1
Collab Systems Release 10 Licensing UpdateCTG Strategic Pricing and Licensing
January 2014
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 2
Pricing and Licensing Strategy for FY14
Add Value to Current UC Licensing Solutions
Encourage Strategic Collaboration Trends
Deliver Simple and Consistent Pricing Methodology
Enable Migration between On Premise and Cloud
Improve Ease of Doing Business with Cisco
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 3
Multiple Devices
Cisco Unified Messaging
Cisco Prime Collaboration Standard
Expressway firewall traversal
Support for All Personal Endpoints
One / Two Devices
Updates and additions to System Release 10 listed in green
WebEx Conferencing
Personal Multiparty
CUWL PROFESSIONAL
CUWL STANDARD
UCL ENHANCED / PLUS
CUWL PROFESSIONAL
CUWL STANDARD
UCL ENHANCED / ENHANCED PLUS
Cisco Collaboration Systems Release 10 Licensing SummaryMaintaining simplicity with added value
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 4
• First level of licensing for Collaboration users
• Core components:
• UC application support for one device (UCL Enhanced) or two devices (UCL Enhanced Plus) per user
• Support for Cisco’s entire portfolio of personal endpoints
• Expressway firewall traversal for remote and mobile workers (firewall traversal for IM&P, voice and video within an organization)
• Cisco Prime Collaboration Standard
UCL Enhanced list price = $210 per userUCL Enhanced Plus list price = $295 per user
UCL ENHANCED / PLUS
UCL ENHANCED / ENHANCED PLUS
Cisco Collaboration Systems Release 10 Licensing Summary
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 5
• Most popular licensing for Collaboration users
• Core Components:
• All features of UCL Enhanced / Enhanced Plus
• Including new additions of Expressway firewall traversal and Cisco Prime Collaboration Standard
• UC application support for more than two devices
• Cisco’s unified messaging
CUWL Standard list price = $325 per user
CUWL STANDARD
UCL ENHANCED / PLUS
CUWL STANDARD
Cisco Collaboration Systems Release 10 Licensing Summary
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 6
• Most comprehensive licensing for Collaboration users
• Core Components:
• All features of CUWL Standard and UCL Enhanced / Enhanced Plus
• One named user license for WebEx on-premise AND 1-year subscription for WebEx in the cloud
• One named user license for Personal Multiparty, to host 4-party video conferences
CUWL Professional list price = $500 per user
CUWL PROFESSIONAL
CUWL STANDARD
UCL ENHANCED / PLUS
CUWL PROFESSIONAL
Cisco Collaboration Systems Release 10 Licensing Summary
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 7
Personal Multiparty + + N/A N/A
WebEx Conferencing + + + +
Unity Connection + + +
Expressway firewall traversal N/A N/A
Jabber UC N/A N/A
Jabber IM/P
Cisco Prime Collaboration
# of Devices Supported
Multiple Multiple Two / One One One
CUWLProfessional
CUWLStandard
UCLEnhanced
Plus / Enhanced
UCLBasic
UCLEssential
Price $500 $325 $295 / $210 $125 $40
CPE & Hosted
CPE & Hosted
Personal Multiparty
Allows for up to 4 parties in a video conference; included in CUWL Pro
WebEx Conferencing
One Named User license for both WebEx Meeting Center (1 year) AND WebEx Meetings Server; included in CUWL Pro
Expressway firewall traversal
Firewall traversal for voice and video; included in UCL Enhanced & above-------------------------Firewall traversal for IM&P; included with all UCM licenses
Cisco Prime Collaboration
Cisco Prime Collaboration Standard; included with CUCM
= included w/ license+ = optional add-onN/A = not available w/ license
Cisco Collaboration Systems Release 10 Licensing Summary
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 8
Personal MultipartyCollab Systems Release 10 Licensing Revisions
Added Value to Current UC Licensing Solutions Named host for 4-person video conference included
in CUWL Pro Supports resolutions up to HD w/ Orchestration Ad hoc, Rendezvous, or Scheduled meetings Rich interoperability
Strategic Collaboration Trends Drives personal, enterprise-wide HD video adoption
Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers Included in CUWL Pro at no additional cost Offered a la carte on a per user basis
Personal Multiparty
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 9
Added Value to Current UC Licensing Solutions Customer provided one Named User license for both
WebEx Meeting Center (1 year) AND WebEx Meetings Server
Per user license model replaces 1:10 port to license ratio
Strategic Collaboration Trends Encourages customers to deploy in the cloud with
no risk
Simple and Consistent Pricing Methodology Per user on premise and cloud options consistent
with per user components in all licensing options
Migration between On Premise and Cloud Flexibility to choose on premise deployment after 1 year
cloud subscription, at no additional cost
WebEx Conferencing
WebEx ConferencingCollab Systems Release 10 Licensing Revisions
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 10
Expressway firewall traversal
Added Value to Current UC Licensing Solutions Firewall traversal for voice and video included in
UCL Enhanced, CUWL Standard, CUWL Pro for mobile remote workers registered to CUCM
Firewall traversal for IM & Presence included with CUCM
Strategic Collaboration Trends Drives pervasive video and mobility
Simple and Consistent Pricing Methodology Per user license consistent with UC Licensing offers
Ease of Doing Business with Cisco Inclusion of firewall traversal in licensing reduces need for
incremental products
Expressway for remote and mobile workersCollab Systems Release 10 Licensing Revisions
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 11
Cisco Prime Collaboration Standard
Added Value to Current UC Licensing Solutions Allows customers and partners to manage full UC
deployment Configure and deploy solutions, track performance
metrics and trends, view real-time dashboards Self-service allows for rapid revisions and
deployment
Strategic Collaboration Trends Accelerates deployment of all UC applications
including video
Ease of Doing Business with Cisco Directly addresses one of customers’ key pain points that
management of Cisco solutions is difficult and fragmented Single, consistent platform enables customers and partners
to better manage deployments and track usage Advanced version of Prime Collab also available a la carte
Cisco Prime Collaboration StandardCollab Systems Release 10 Licensing Revisions
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 12
UCL Essential
UCL Basic
UCL Enhanced / Enhanced Plus CUWL StandardCUWL Professional
Analog
3905 6901
6921
6911
Fax
TelePresenceRoom
MX / Profile Series
System Codecs and Quickset Platforms
99xx
89xx
792x
Jabber Mobile
Third Party SIPEX60 / EX90
7937 / 8831
TX / CTS / T Series
Collab Systems Release 10 Licensing RevisionsDevice Support
79xx
DX650
69xx
Jabber Desktop
78xx
7821
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 13
CUWL Pro Customer EntitlementsBased on License Version and Valid UCSS
Personal Multiparty
WebEx Conferencing
Expressway*
Named User license for 4 party video
conferencing
Named User license for WebEx Meeting Center (1 yr) AND WebEx Meetings
Server
Voice & Video and IM/P
CUWL Pro 9.X and
10.0
New CUWL Pro 9.X and 10.0 Users (new / migration / add-on)
Existing Customer On or Upgrading to 9.X or 10.0 with valid UCSS
CUWL Pro Pre-9.X
New CUWL Pro Pre-9.0 Users (new / migration / add-on)
Existing Customer On or Upgrading toPre-9.0 with valid UCSS
*Expressway voice & video also available in 9.X and 10.0 for UCL Enhanced/Enhanced Plus and CUWL Standard; IM/P available in all license levels.
(On-premise only)
CUWL Pro Availability- Minimum of 50 CUWL Professional user licenses minimum- WebEx Meeting Center (cloud) is not available in China and Russia
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 14
• Multi-year subscriptions provide predictable, fixed pricing for upgrades.
• If the customer upgrades once in 5-7 years, UCSS costs less than a-la-carte upgrades.
1yr x UCSSUCSS Subscription $10 / user /
year
A-la-carte Upgrade 1 x Standalone Upgrade
New SoftwareApplication
1 x User Connect License $100 / user
$50 / user
Example depicts savings from UCSS compared to a-la-carte upgrades
UCSS BenefitsMost Cost-Effective Way to Upgrade
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 15
Video Velocity Starter Kit
Phones, Gateways, UCL, WebEx Meetings
59% TelePresence, CUWL, CC, Collab SW, UCSS, BE6K,
BE7K, CUAC
64%UCS
65%Services
33%
MCU 5310/5320 or TS VM/310/320 & Expressway85%
Drive to Collab CB Plus Promotion – US/CAN
Contact GLO for licenses;Use CB
Plus discountsto expand
No UCSS UCSS
100%
LicensesMigration Licenses
85%
5 Years UCSS
78%3 Years UCSS
64%3 Years UCSS
64%
85%
Get Current Stay Current
SKUs
No UCSS
UCSS
EX Series Limited Offer
Unlimited EX60 or EX90, BE6K, BE7K, HCS or TPaaS78%
NEW! UCM 10.0
upgrades eligible
BE7K: 64%
CUAC 10.0: 64%
VVSK includes Expressway
EX Series: 78%
Up level Licenses (UCL Enh CUWL Std or CUWL
Std Pro)Licenses at Same Level
Migrating to CUCM 9.1 or 10.0Competitive
Displacement
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 16
Maintained Tiered Pricing for UCL LicensesCollab Systems Release 10 Licensing
UCLEnhanced Plus
UCLEnhanced
UCLBasic
UCLEssential
1 to 999 Users $295 $210 $125 $40
1,000 to 9,999 Users $280 $195 $110 $25
10,000 and Above Users $275 $190 $105 $20
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 17
Partner Only
Typical Use Case Scenarios and Partner Sales Motion
Use Case Scenario Partner Sales Motion
New customer (Greenfield Opportunity)
Customer does not have Cisco UCM
Lead with CUWL
• CUWL Pro for customers considering personal multiparty video and/or WebEx standalone
• CUWL Standard for customers primarily focused on call control
Current UCM customer on Pre-9 version of UCM
Upgrade to 9.x or 10.0
• Collaboration Breakaway Plus: Drive to Collab
Current WebEx (Cloud) customer
Customer does not have Cisco UCMLead with CUWL Standard to introduce entire Cisco Unified Communications Manager
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 18
Cisco AM Call to Action
Emphasize Key Strategic Initiatives
• Upsell to CUWL Pro for Personal Multiparty video and WebEx Named User license enhancements
• Highlight Expressway’s value for employees to work as effectively outside the org as inside the org (UCL Enhanced and above)
New Customer Opportunities
• Lead with CUWL Pro for the most comprehensive collaboration bundle
• Emphasize the added value in CUWL Pro, CUWL Standard, UCL Enhanced/Enhanced Plus at same competitive market prices
Installed base on valid UCSS equals new opportunity!
• Upgrade customers to Release 10 for all product enhancements
Service Renewals Quotes (UCSS, ESW)
• No price changes to UCSS and ESW
• Expect increased renewal rates tied to increased value of licenses
Sales Only
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 19
• Cisco Unified Communications Licensing:http://www.cisco.com/en/US/partner/products/ps9156
• Partner Licensing Community:https://communities.cisco.com/community/partner/collaboration/licensing
• Cisco Promotional Offers:http://www.cisco.com/web/partners/incentives_and_promotions/
Additional Licensing Resources
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 20
Additional Drive to Collab Resources
• Drive to Collab:www.cisco.com/go/drivetocollab
• CB Plus:www.cisco.com/web/partners/incentives_and_promotions/cbplus.html
• Migrate to Cloud:www.cisco.com/web/partners/incentives_and_promotions/cmcp.html
• Midmarket:www.cisco.com/web/partners/incentives_and_promotions/midmarket_collaboration.html
• Video:www.cisco.com/web/partners/incentives_and_promotions/cisco_video_collaboration_promotion.html
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 21
• Personal Multiparty:http://iwe.cisco.com/web/conferencing/sales-resources
• WebEx Conferencing:http://wwwin.cisco.com/voice/products/conferencing/
• Expressway:http://iwe.cisco.com/web/expressway
• Cisco Unified Communications Manager:http://iwe.cisco.com/web/enterprise-call-control-and-session-management/home
• Cisco Unified Communications Software Subscription (UCSS):http://www.cisco.com/en/US/partner/products/ps9158
Additional Product Information
Collab EACisco Enterprise Agreement for Collaboration
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 23
Overview of Enterprise Agreement
• Software and services rights for entire organization in single, co-terminated, multi-year agreement
• Suites include access to software, upgrade subscriptions (UCSS) and technical support (ESW)
• Hardware excluded
• Minimum number of knowledge workers is 2,000
• Limited to authorized regions
• Price takes into account customers’ previous investments in Cisco collaboration products
• Previously procured perpetual licenses and the residual value of UCSS/ESW are factored into pricing
• Fixed cost over the length of the contract based on # of knowledge workers at time of purchase
• Customer has unlimited applications and services consumption over the term of the agreement without financial true-ups due to growth
• License rights include unlimited organic growth as well as inorganic growth (mergers and acquisitions) up to 20%
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 24
Overview of Enterprise Agreement Offers
Unified Communications Suite
WebEx On-Premises Suite
TelePresence Multi-Party Suite
On premise conferencing suite Audio and video conferencing Web meetings conferencing
HCS-LE Management Suite
Provisions, activates UC services for subscribers Automates upgrades, produces reports and provisions architecture Supplies root-cause and service impact analysis Provides monitoring and diagnostics
TelePresence Server with multi-point bridge functionality TelePresence Orchestrator providing bandwidth management
Enterprise-class IP telephony call control TelePresence point-to-point call control Messaging Desktop, Mobile, IM & Presence Jabber clients Emergency responder, E911
Customer Collaboration Suite
Based upon agents and ports, rather than knowledge workers like other suites Enterprise contact center platform and applications for inbound & outbound call handling Includes social media monitoring, queuing, & workflow
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 25
Overview of Enterprise AgreementAuthorized Collab EA Geographies (as of Q1FY14)
Americas EMEAR APJC
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 26
Collab EA:http://iwe.cisco.com/web/collaboration-enterprise-agreement
Additional Information
Systems Release 10Alignment to consumption models
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 28
Collab Systems Release 10 Cisco Enterprise Agreement Alignment
Introduction of four new product suites to complement the existing Unified Communications Suite:
• WebEx On-Premises Suite• HCS-LE Management Suite• Telepresence Multi-Party Suite• Customer Collaboration Suite
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty• Included in the Telepresence Multi-Party Suite
WebEx Conferencing• On premise meetings conferencing included in the WebEx On-Premises Suite
Expressway firewall traversal for remote and mobile workers• Included in Unified Communications Suite (previously VCS-E was included)
Prime Collaboration Standard Edition• Included in Unified Communications Suite
Expected EA integration ~3-6 months after Systems Release 10 launch
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 29
Collab Systems Release 10 Business Edition Alignment
CUWL Standard replaces CUWL BE offer for BE6K• Reduces confusion from previously separate, but similar CUWL BE and CUWL Standard offers• BE6K continues to support up to 1,000 users• BE Systems Release 10 will be available approximately one month after the main CUCM release
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty• Available through CUWL Pro offer only; no license specific to BE
WebEx Conferencing• Available through CUWL Pro offer only; no license specific to BE
Expressway firewall traversal for remote and mobile workers• TBD
Prime Collaboration Standard Edition• Prime Collaboration included in BE6K
Cisco Confidential© 2010 Cisco and/or its affiliates. All rights reserved. 30
Collab Systems Release 10 HCS Alignment
Alignment to Systems Release 10 Product Enhancements
Personal Multiparty• Not available through HCS
WebEx Conferencing• Not available through HCS
Expressway firewall traversal for remote and mobile workers• Firewall traversal for IM & Presence included in all HCS offers• Firewall traversal for voice and video included in HCS Standard and HCS Foundation
Prime Collaboration Standard Edition• Prime Collaboration continues to be included in HCS Management Suite
Thank you.Thank you.